EP Huddle #38
Professor, pioneer of consultative selling and author of "SPIN Selling" Neil Rackham says that entrepreneurs are terrible salespeople for their own products or services.
Why? He says that while entrepreneurs are enthusiastic and love what they do, selling isn't about who the seller is or even what the product does. It's about the customer and what their needs are.
We've talked with hundreds of entrepreneurs and small business leaders who are directly responsible for driving company revenue and we've found that many aren't equipped with the tools necessary to effectively drive revenue.
In some cases, an entrepreneur must sell for himself/herself. There aren't enough resources to hire a sales team or partner with a 3rd party vendor to help increase revenue. If this is the case, it's critical for the entrepreneur to have formal training and this person should consider working with a company to help understand the crucial steps needed to maximize sales. There are definitely ways to increase sales as an entrepreneur, even if you don't have the resources to hire someone else to handle the day-to-day activities.
As a team:
If you are an entrepreneur, talk with your existing team or advisers and ask how you can better position your value prop to resonate in your market. Ask for direct feedback from those around you to see how you can improve.
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